Time & Territory Management course

Time & Territory Management

Organizing and allocating priority time to selling activities is one of the greatest challenges facing the profession of selling. Time spent on non-sales activities, excessive windshield time, crisscrossing and back tracking territories, making frequent in-person calls on low lifetime value accounts, hitting the road at the smallest expression of interest, and many others, drive territory management related sales costs past the limits of common sense.

Upon completion of this course you will be able to:

Differentiate selling from non-selling activities
Determine work load factors related to the golden hours of selling
Identify and classify accounts and prospects by sales potential
Travel the territory in the most time efficient manner
Set call priorities and frequencies
Understand how to use a time management system
Plan and construct annual account/prospect call schedule

Course Content

Territory Design
Changes and Challenges
Time and Territory Management Steps
Decision Maker Roles
Account Profile
General Prospects
Plotting Priority Prospects
Account Management
Traveling the Territory
Know when an account is in trouble
Time Management
Time versus Workload
Sales and Non-Sales Activities
Ratio Management
Plan Your Work – Work Your Plan
Re-Distributing Resources
Sales Process – Strategic Sales Plan
Priority Prospect / Project (P3) strategy sessions

Materials Needed:

This is a hands-on workshop that will result in the development of an individualized plan of action. To accomplish this objective, the participant should bring to the session:

Client list, with address or map location code
Prospect list (with address or code)
Map of territory
Calendar currently being used

Course Length 1/2 Day or 1 Day

Special Note:

Time and Territory Management can be taught in a half-day format with limited hands-on work. During the full-day session, maps can be used to plot accounts and prospects, territory potential will be calculated using market share, closing ratios and call frequencies.

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